Strategic Account Executive, Federal Health

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GHX

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

GHX is a leading provider of data management solutions, supply chain consulting, and vendor credentialing services primarily for the healthcare industry. They offer innovative products such as order automation, inventory management, and e-payment solutions that enhance financial agility, compliance, and operational efficiency. GHX serves a diverse clientele including healthcare providers, suppliers, and government agencies, emphasizing evidence-based insights and cloud ERP transformation to optimize resource allocation, reduce costs, and improve patient care. They are deeply integrated into the healthcare supply chain, collaborating with partners to create secure, informed, and cost-effective environments in healthcare facilities.

📋 Description

• Develop and execute capture strategies for DHA, DLA Medical Troop Support, and IHS, building multi-year account plans to achieve annual quota across new-logo and expansion opportunities • Manage federal account relationships and triage issues across finance, legal, compliance, contracts, support, and implementation stakeholders • Position GHX solutions with senior SES leaders, agency program officials, and contracting officers • Conduct needs discovery, translate mission requirements into ROI-driven business cases, and align solutions to agency objectives and budget cycles • Present GHX’s value proposition against status-quo operations and competing solutions, quantifying mission impact and total cost of ownership • Refine federal-specific messaging, response templates, and capture tools for competitive solicitations and sole-source opportunities • Conduct Strategic Business Reviews to expand utilization, identify mission challenges, and protect incumbent positions • Advance acquisition processes, manage federal fiscal-year budget cycles, and coordinate proposal delivery • Identify and expand strategic alliances with system integrators, consulting firms, and complementary technology and services vendors • Apply competitive strategies to protect incumbent accounts and penetrate competitor-held accounts • Maintain a federal health pipeline through market research, agency outreach, industry days, RFI responses, sources-sought participation, and partner/channel engagement • Lead or support capture management, including competitive intelligence, win-theme development, teaming strategy, and price-to-win analysis • Develop proposals and responses to RFPs, RFQs, and task orders • Track and forecast federal sales opportunities in Salesforce.com • Qualify federal leads using capture discipline • Collaborate with Product Management, Engineering, Legal, Contracts, Customer Support, and GHX leadership • Develop knowledge of federal procurement mechanisms and GHX product capabilities

🎯 Requirements

• Minimum 8 years of sales experience, including at least 5 years selling complex technical solutions to federal health agency accounts • Knowledge of federal procurement processes, including FAR/DFARS, GSA Schedules, OTAs, and IDIQ/GWAC vehicles • Success managing large, complex federal accounts while meeting and exceeding annual sales quotas • Experience leading or contributing to formal capture efforts, including opportunity qualification, competitive analysis, and proposal development • Ability to articulate and sell complete solutions with emphasis on mission alignment • Excellent written and verbal communication skills • Self-starter requiring minimal direction in an ambiguous, long-cycle sales environment • Proven effectiveness working cross-functionally • Willingness to travel up to 50%, including to federal agency sites and conferences • Proficiency in MS Office Suite and Salesforce.com • Deep federal health agency experience highly desired • Previous enterprise supply chain software sales within federal health agency programs • Familiarity with health IT federal contract vehicles such as SEWP, CIO-SP4, and T4NG • Bachelor’s degree in Business, Communications, Public Administration, or a related discipline, or equivalent work experience (preferred qualification)

🏖️ Benefits

• Commission • Health insurance • Vision insurance • Dental insurance • Accident insurance • Life insurance • 401k matching • Paid time off • Education reimbursement